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Channel Optimization Manager - Global Sales Operations

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Sulzer

12d ago

  • Job
    Full-time
    Senior Level
  • Sales & Business Development
    Marketing
  • Zürich

AI generated summary

  • You need a Bachelor's in Business or related field, 5+ years in global sales/channel management, CRM proficiency, strong negotiation skills, a global mindset, and willingness to travel.
  • You will optimize global sales channels, enhance partner onboarding, strengthen relationships with channel partners, assess intermediaries, support teams, and drive data-driven revenue growth strategies.

Requirements

  • Bachelor’s degree in Business Administration, Sales, Marketing, or a related field; an MBA is a plus.
  • Over 5 years of experience driving success in global and multi-regional sales management and / or channel management.
  • A proven track record of managing diverse sales channels and building strong partner relationships across multiple regions.
  • Proficient in CRM systems (e.g., Salesforce) and sales analytics tools, with a sharp ability to make data-driven decisions that propels our business forward.
  • Skilled negotiator with experience in crafting impactful channel partner contracts, agreements, and performance incentives that drive success.
  • A global mindset with experience working in diverse international markets, aware of regional and cultural differences.
  • Willingness and ability to travel internationally (up to 25%) to support global operations.
  • Fluency in English is required, and proficiency in additional languages is an advantage.

Responsibilities

  • Support the development of our dynamic global sales channel strategies collaborating with regional sales leadership to optimise product and geographic coverage.
  • Revolutionise partner onboarding processes, aligning them seamlessly with business goals, while designing impactful frameworks, contracts, and incentive programs to fuel partner engagement and drive exceptional performance across the globe.
  • Foster and support strong, long-term relationships with top-tier global channel partners by providing strategic guidance, tracking performance, and collaborating on tailored improvement plans to drive success and achieve ambitious goals.
  • Review existing sales intermediaries and current contractual framework assessing commercial risk exists and mitigation plans.
  • Assessment of current sales intermediaries to understand harmonization and collaboration potential to elevate our position, stature and brand within in-direct sales channels ensuring competence and relevance in the market.
  • Support regional teams, marketing, product, and finance to deliver consistent, powerful sales processes and go-to-market strategies, leveraging data insights and cutting-edge CRM tools to optimise partner performance and elevate results.
  • Drive the development and implementation of standardized global contracts for sales intermediary categories, focusing on consolidation and optimization to ensure consistency, efficiency, and alignment with organizational objectives.
  • Oversee the regular updating, management, and administration of indirect channel partner databases, ensuring data accuracy, consistency, and efficiency in all related processes.
  • Provide oversight and support for direct-to-customer digital sales channels, driving their effectiveness and ensuring alignment with overall sales strategies.
  • Develop and establish an account planning framework tailored to the company's CRM system to improve account management and strategic planning.
  • Create and implement a centralized structure within the CRM to integrate all indirect sales documentation, performance monitoring tools, and communication, ensuring streamlined access and enhanced reporting capabilities.
  • Accelerate revenue growth by leveraging data analysis and sales forecasting to uncover new opportunities, identifying areas for improvement, and ensuring alignment with global sales objectives for maximum impact.

FAQs

What is the location for the Channel Optimization Manager position?

This role can be based at any of our Sulzer facilities, ideally in Europe, but other locations would also be considered.

What are the main responsibilities of the Channel Optimization Manager?

The main responsibilities include supporting global sales channel strategies, optimizing partner onboarding processes, fostering relationships with global channel partners, assessing sales intermediaries, and driving the effectiveness of direct-to-customer digital sales channels.

What qualifications are required for this position?

A Bachelor’s degree in Business Administration, Sales, Marketing, or a related field is required; an MBA is a plus. Additionally, over 5 years of experience in global sales and/or channel management is necessary.

Is travel required for this position?

Yes, there is a willingness and ability to travel internationally up to 25% to support global operations.

What tools and systems should a candidate be proficient in?

Candidates should be proficient in CRM systems (e.g., Salesforce) and sales analytics tools.

What kind of work experience is preferred?

A proven track record of managing diverse sales channels and building strong partner relationships across multiple regions is preferred.

Is fluency in any languages required?

Fluency in English is required, and proficiency in additional languages is an advantage.

Does Sulzer support diversity and inclusion in the workplace?

Yes, Sulzer is committed to offering an inclusive work environment and values a diverse workforce.

Are there any specific skills in negotiation required for this role?

Yes, candidates should be skilled negotiators with experience in crafting impactful channel partner contracts, agreements, and performance incentives.

What is the company's recognition in terms of employment?

Sulzer has been recognized as a Top Employer 2024 in Brazil, China, Germany, Switzerland, the United Kingdom, and the United States.

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Sulzer

Sustainable flow control innovation

Manufacturing & Electronics
Industry
10,001+
Employees
1834
Founded Year

Mission & Purpose

Sulzer is a global industrial engineering and manufacturing company specialising in the design and delivery of a wide range of products and services, including pumps, compressors, and rotating equipment. The company provides solutions for various sectors such as oil and gas, power, water, and chemicals, with a focus on enhancing operational efficiency and sustainability. Sulzer’s ultimate mission is to deliver high-quality, innovative solutions that address complex industrial challenges and contribute to a more sustainable world. Their purpose is to drive progress and improve the efficiency and reliability of industrial processes while maintaining a commitment to environmental stewardship and customer satisfaction.